Lead Management in Salesforce
The second course in the Salesforce Sales Operations Professional Certificate, Lead Management in Salesforce, is for anyone who is curious about entry level sales roles that require foundational skills in Salesforce, the sales operations specialist role specifically, and how to use tools in Salesforce to manage leads in a real world business setting. This second course will give you a foundational understanding of how to help sales and marketing teams optimize the lead management process.
Monthly Subscription Starting at AED 99 + VAT
- Level Foundation
- Duration 65 hours
- Course by Salesforce
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Offered by
About
The second course in the Salesforce Sales Operations Professional Certificate, Lead Management in Salesforce, is for anyone who is curious about entry level sales roles that require foundational skills in Salesforce, the sales operations specialist role specifically, and how to use tools in Salesforce to manage leads in a real world business setting. This second course will give you a foundational understanding of how to help sales and marketing teams optimize the lead management process. Specifically, this course shows how a sales operations specialist would support a marketing associate and sales development representative to make the lead management more effective and efficient. You will learn the basics of data management, how to upload lead data into Salesforce, and then how to effectively train team members to manage leads using the different tools available in the Salesforce Sales Cloud. These are crucial skills for anyone interested in entry level sales jobs. For this course, it is recommended (but not required) that you have some background knowledge of sales and CRM, as well as an understanding of the basics of Salesforce platform navigation. If you're a total beginner with these concepts, you can still be successful in this course — however, it might require some additional work on your part. By enrolling in this course, you are taking the next step to kickstarting your career in Salesforce. Congratulations on continuing this exciting journey!Modules
Introduction to the Course and Job Role
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2
Videos
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6
Readings
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1
Discussion
1
Discussions
- Meet and Greet
2
Videos
- Introduction to the Course
- The Sales Operations Specialist Role
6
Readings
- What is Pathstream?
- Additional Careers in Salesforce
- Lead Management in Salesforce Course Syllabus
- How to Be Successful in this Course
- How to Use Discussion Forums
- Get to Know Your Classmates
The Life of a Marketing Associate
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2
Videos
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4
Readings
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1
Assignment
1
Assignment
- The Role of a Marketing Associate
2
Videos
- Week 1 Introduction
- The Everyday Tasks of a Marketing Associate
4
Readings
- Why Importing Data and Working With Leads Matter
- Sales Process Review
- Marketing Associate Overview
- Video Recap
Salesforce for Marketing Associates
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4
Readings
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1
Assignment
1
Assignment
- Saleforce for the Marketing Associate
4
Readings
- How Does Salesforce Support a Marketing Associate's Responsibilities?
- Using Salesforce to Organize Lead Data
- Database Tables
- Objects, Fields and Records in Salesforce
How Data is Organized in Salesforce
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1
Videos
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5
Readings
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1
Lab
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1
Assignment
1
Assignment
- Managing Leads in Salesforce
1
Labs
- Guided Project: Structuring a Lead Spreadsheet and Using Data Import Wizard
1
Videos
- Salesforce Updates and Customization
5
Readings
- Create a Trailhead Account and Playground
- A Note About Software Updates
- Guided Project Navigation Tips
- Salesforce Review
- Week 1 Recap
Editing and Filtering Leads in Salesforce
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1
Videos
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4
Readings
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1
Lab
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1
Assignment
1
Assignment
- Organizing Lead Data Using Salesforce
1
Labs
- Guided Project: Editing and Filtering Leads
1
Videos
- Week 2 Introduction
4
Readings
- Why Organizing Leads, Campaigns and Tasks Matters
- Why is it Important to Have All Your Data in One Place?
- Guided Project Pre-Reading
- Salesforce Review
Working with Campaigns in Salesforce
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4
Readings
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1
Lab
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1
Assignment
1
Assignment
- Campaigns in Salesforce
1
Labs
- Guided Project: Working With Campaigns
4
Readings
- Understanding Campaigns
- Guided Project Pre-Reading
- Salesforce Review
- Week 2 Recap
Independent Project: Use Salesforce to Identify Sales Prospects, Part A
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3
Readings
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1
Assignment
1
Assignment
- Working with Campaigns in Salesforce
3
Readings
- Project Summary and Requirements
- Set Up Your Developer Edition Org and Connect to Trailhead
- Project Instructions
The Life of an SDR
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2
Videos
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5
Readings
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1
Assignment
1
Assignment
- The Life of an SDR
2
Videos
- Week 3 Introduction
- The Everyday Tasks of an SDR
5
Readings
- Why Managing and Qualifying Leads Matter
- Sales Development Representative (SDR) Review
- Leads vs. Prospects
- Video Recap
- But How do SDRs Actually Generate and Qualify Leads?
Salesforce for SDRs
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1
Videos
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2
Readings
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1
Discussion
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1
Plugin
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1
Assignment
1
Assignment
- Salesforce for SDRs
1
Discussions
- Working with SDRs
1
Videos
- What Can SDRs Use Salesforce For?
2
Readings
- How Does Salesforce Support an SDR's Work?
- Why is Using Salesforce So Important for SDR?
Logging Communications and Actions in Salesforce
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2
Readings
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1
Lab
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1
Assignment
1
Assignment
- Logging Communications and Actions
1
Labs
- Guided Project: Logging Communications and Actions
2
Readings
- Guided Project Pre-Reading
- Salesforce Review
Tracking Leads in Salesforce
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3
Readings
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1
Discussion
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1
Lab
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2
Assignment
2
Assignment
- Tracking Leads in Salesforce
- Managing and Qualifying Leads
1
Discussions
- Changing Habits
1
Labs
- Guided Project: Tracking Leads
3
Readings
- Guided Project Pre-Reading
- Salesforce Review
- Week 3 Recap
Enhancing Email with Salesforce
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1
Videos
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3
Readings
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1
Lab
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1
Assignment
1
Assignment
- Enhancing Email with Salesforce
1
Labs
- Guided Project: Enhancing Email
1
Videos
- Week 4 Introduction
3
Readings
- Why Enhancing Sales Productivity Matters
- Guided Project Pre-Reading
- Salesforce Review
Boosting Sales Productivity in Salesforce
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1
Readings
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1
Discussion
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1
Assignment
1
Assignment
- Boosting Sales Productivity in Salesforce
1
Discussions
- Reflecting on What You've Learned
1
Readings
- Sales Productivity
Converting Leads in Salesforce, Part 1
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1
Videos
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4
Readings
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1
Plugin
1
Videos
- Lead Conversion
4
Readings
- Why Lead Conversion Matters
- Handing Off Prospects
- Lead Conversion Overview
- What Happens in Conversion?
Converting Leads in Salesforce, Part 2
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3
Readings
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1
Lab
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1
Assignment
1
Assignment
- Converting Leads
1
Labs
- Guided Project: Converting Leads
3
Readings
- Guided Project Pre-Reading
- Salesforce Review
- Week 4 Recap
Independent Project: Use Salesforce to Identify Sales Prospects, Part B
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2
Readings
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1
Assignment
1
Assignment
- Enhancing Sales Productivity and Converting Leads
2
Readings
- Project Summary and Requirements
- Project Instructions
Career Support
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3
Readings
3
Readings
- Career Support Information
- Preparing for the Job Search
- Craft Your Personal Story
Course Wrap Up
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2
Videos
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1
Readings
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1
Discussion
1
Discussions
- Your Learning Journey
2
Videos
- Course Recap
- Congratulations!
1
Readings
- Want to Become a Salesforce Administrator?
Auto Summary
Lead Management in Salesforce is a foundational course ideal for those exploring entry-level sales roles and Salesforce tools. Guided by industry experts, you'll master lead management, data handling, and team training within Salesforce Sales Cloud. Suitable for beginners with basic CRM knowledge, this 3900-minute course is part of the Salesforce Sales Operations Professional Certificate. Available via Coursera with Starter and Professional subscription options, it's perfect for aspiring sales operations specialists and marketing associates. Join now to boost your Salesforce career!
Trailhead
Angela Prakash
Anthony Jones